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Strategy
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Why Your Talent Pipeline Is the Key to Making Your Number

Anyone that has ever led a sales organization of any size has probably experienced the feeling of realizing you are not going to make your number. As a sales leader, this is your primary objective; it is what drives any...

3 Actions CEOs Take to Capture Market Share From the Competition

The 2019 fiscal year is in the rearview mirror, and 2020 has officially started. Strategic planning is finished, and plans to get off to a fast start in FY20 are in motion. For many CEOs, the strategy and approach used...

Delivering on Customer Experience—Your Technology Is Only as Good as the Strategy It’s Supporting

For some time now here at SBI, we’ve been describing the measurable benefits of taking a more holistic approach to customer experience. Taking a broader view of your customer’s experience usually requires an expanded line of sight for marketing –...

What Top Performing CMOs Plan to Focus on in 2020

Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the...

How Top B2B Marketing Leaders Deliver the ‘Amazon Effect’ Through Customer Experience

Enhancing the Customer Experience (CX) has long been a strategic objective of B2C companies. Most of us have experienced firsthand how companies like Amazon and Apple have created sustainable competitive advantages. They create this differentiation not only with great products...

Healthcare Expertise

Healthcare Expertise Healthcare companies that wisely select cutting-edge growth methodologies enjoy an advantage their respective markets. Companies serving the $3.8 trillion healthcare sector operate in an increasingly complex and competitive environment. With the flood of cash coming from private equity into the sector,...

5 Reasons Why Your Pricing Vendor Needs Sales Expertise

Driving effective cross-functional interlocks is a best practice for B2B organizations looking to accelerate revenue growth. However, one interlock that often gets overlooked in go-to-market transformations is the relationship between Sales and Pricing. Too often, Sales views Pricing as a...

Gain a Competitive Edge Through a Successful Pricing Strategy

Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture...

Executing a World-Class Customer Experience

In a previous article, SBI explained the importance of CMOs taking ownership of the Customer Life Cycle. If you already agree with its importance, your next two questions are likely: “What does great look like?” “How do I deliver it?” While there are...

The Portfolio Company Is Missing the Q1 Number. Do You Blame the People or Do You Blame the Plan?

It’s late February. The company’s sales producers returned to the office from the high energy (and super expensive) 2019 Sales Kick Off over 3 weeks ago. Confidence was through the roof and opportunity appeared to be within reach. However, a...
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